Winning the RFP business: a case study
Monday, 10 Dec, 2018
Winning the RFP business: a case study

Years ago I did a Buying Facilitation Method® program for a now-defunct group at KPMG. Before working with this team, they were using 2-4 people, spending between $500,000 and $1,000,000, and spending weeks creating large, glorious presentations to woo and wow the prospects read more . . .

Sales as a Spiritual Practice
Monday, 10 Dec, 2018
Sales as a Spiritual Practice

With untold millions of sales professionals in the world, we play a role in any economy. While our jobs are nominally to place solutions,

Making Negotiation Win-Win
Monday, 10 Dec, 2018
Making Negotiation Win-Win

Using current negotiation models, people feel they are giving up more than they want in exchange for receiving less than they deserve.

Resolving Unconscious Bias
Monday, 10 Dec, 2018
Resolving Unconscious Bias

Our biases have been developed through the stories of our lives. From birth, our parent’s beliefs become part of our unconscious, very

Our Listening Biases Restrict Success
Monday, 3 Dec, 2018
Our Listening Biases Restrict Success

The problem with accurately hearing what others mean to convey is not

What Makes A Decision Irrational?
Monday, 3 Dec, 2018
What Makes A Decision Irrational?

After spending 30 years deconstructing the inner processes of how people decide, and training a decision facilitation model